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Finding and Influencing the Buyer

Finding and Influencing the Buyer

• Spend time with non-buyers only to get to true buyers. If you are seen as the peer of low level people (e.g., HR) you will never go farther.

• Talk in terms of client results not your methodology.

• Never cite fees, wait to put them in your proposal.

• Take your time developing a trusting relationship.

• Arrive early, be calm, act as a peer of the buyer.

• Never “pitch”; don’t use slides. Have a conversation.

• Casually mention the results you’ve achieved for other clients.

• Ask provocative questions.

• Provide value but not consulting (what but not how).

• Have in mind minimum and maximum objectives for the meeting.

• Leave with a definitive next step with date and time.

© Alan Weiss 2013

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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